National Sales Manager (ETC & OTC Channel)

Job Summary

The National Sales Manager (NSM) plays a pivotal role in defining and driving the national sales agenda across ETC (hospital/tender) and OTC (pharmacy/retail) channels. This position focuses not only on delivering short-term sales results but also on shaping long-term market strategies, strengthening key customer relationships, optimizing tender processes, and building a high-performance sales organization that supports sustainable business growth.

1. Sales Strategy Development

• Develop and execute national sales strategies aligned with corporate objectives.

• Set annual and quarterly targets for all sales units (RSM, ASM, Med Rep, Sales Rep).

• Identify growth opportunities, resource needs, and potential risks.

• Collaborate with the BUH to adjust forecasts and ensure business plan alignment.

2. Market Development

• Lead market penetration strategies across ETC and OTC channels.

• Drive geographic expansion and strengthen market share in hospitals, pharmacies, and retail chains.

• Work closely with the marketing team to align go-to-market approaches, product launches, and promotional activities.

• Provide market insights and competitive intelligence to shape product and commercial strategies.

3. Key Account Management

• Oversee national-level relationships with key customers, including pharmacy chains, distributors, hospitals, and healthcare institutions.

• Develop tailored account strategies and negotiate long-term contracts.

• Ensure consistent execution of account plans to drive revenue growth, cross-selling, and upselling.

• Monitor key account performance and address service or delivery issues.

4. Tender Management

• Lead the full tender process: from strategy formulation, preparation, submission, and compliance to negotiation and contract execution.

• Collaborate with Regulatory, Finance, Legal, and SFE teams to ensure successful tender bids.

• Build and maintain strong relationships with hospital procurement teams and public institutions.

• Monitor tender renewal cycles and safeguard the company’s long-term presence in public markets.

5. Reporting, Analytics, & Performance Monitoring

• Set clear KPIs and monitor sales performance at national, regional, and individual levels.

• Analyze sales data, market trends, and customer feedback to identify performance gaps.

• Prepare regular reports for the BUH, highlighting achievements, risks, and recommended actions.

• Use CRM and SFE tools to enhance forecasting accuracy, pipeline visibility, and sales efficiency.

6. Sales Team Management

• Lead, coach, and develop the RSM, ASM, Med Rep, Sales Rep, Key Account, and Tender teams.

• Build a high-performance culture emphasizing accountability, motivation, and teamwork.

• Identify talent gaps and oversee training, succession planning, and career development.

• Design incentive schemes in collaboration with HR and Finance to drive desired behaviors and outcomes.

1. Education (Essential)

• Bachelor’s Degree (Essential):

o In Pharmacy, Medical Sciences, Business Administration, or related fields.

o Additional certifications in Sales Management, Marketing, or Pharmaceutical Business would be beneficial.

• Master’s Degree (Preferred but not essential):

o In Business Administration (MBA), Marketing, or Healthcare Management to demonstrate advanced

leadership and strategic planning skills.

• Specialized Certifications (Preferred):

o Certifications in Medical Devices, Pharmaceutical Sales, or Regulatory Affairs to enhance knowledge in

managing healthcare-related products.

2. Experience

Experience in Sales Management (Minimum 5-7 years), Tender management, Key Account

3. Competencies

Functional Competencies

• Market & Product Knowledge

• Tender Process Expertise

• Sales Planning & Forecasting

• Key Account Management Knowledge

• CRM and Sales Analytics Tools

• Regulatory & Compliance Awareness

Behavioral Competencies

• Result Orientation

• Customer Centricity

• Collaboration & Influence

• Analytical Thinking

• Problem-Solving Agility

• Communication Excellence

Leadership Competencies

• Strategic Vision

• Team Development

• Decision-Making & Accountability

• Innovation Mindset

• Ethics & Integrity

4. Additional Requirements

Fluency communication in English